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WORKSHOP – The Learning Quota: A Bold New Onboarding Approach

31 October 2019

Sales organization's don’t flinch when it comes to assigning performance quotas, even to brand new hires. But too often they overlook the learning milestones essential to a new hire salesperson's ability to establish initial success. This session discusses a bold departure from conventional practice: holding new salespeople accountable for learning...Read more

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WORKSHOP – Sales Enablement Case Studies – Learn How Sales Organizations Are Rethinking Sales Learning and Development

31 October 2019

In this session, you’ll learn how firms are using sales enablement to address hot-button issues such as employee retention, global teams, and increasingly educated buyers. You’ll come away from this session with a deeper knowledge of the sales enablement tool ecosystem, and with concrete ideas on implementing a best in...Read more

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WORKSHOP – Aligning Sales Territories

31 October 2019

Well-designed territories enhance salesperson productivity, reduces selling expense, improve customer and opportunity coverage, and establish a sound foundation for all other performance management activities. This workshop addresses principles of sound territory design, including balancing territory opportunity and workload. It draws on practitioner insights and recent Sales Management Association research. Also...Read more

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PANEL – Understanding and Managing Sales Force Culture

31 October 2019

Many sales forces have deeply embedded cultures that forcefully influence salesperson behavior. Yet management often overlooks the importance of culture when considering how to change, adapt, and develop the sales organization. In this panel discussion we consider the most important elements of sales organization culture, how they influence salesperson behavior...Read more

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PANEL – Removing Sales Transformation Blind Spots, The Hidden Obstacles That Slow Management’s Impact Efforts

31 October 2019

Organizations focus their efforts on the most visible sales transformation issues, such as structure, incentives, CRM tools, and sales training. Many overlook hidden obstacles that can slow or stop progress, but can be easily identified and resolved. This panel discussion focuses on common management blind spots and how to identify...Read more

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WORKSHOP – Improving Sales Execution

31 October 2019

Why do so many sales organizations have such trouble with sales execution? Despite investing in tools, implementing the right performance measures, and ensuring accountability for results In this workshop VantagePoint Performance's Michelle Vazzana examines common disconnects between sales organization’s expected outcomes and their sales force's ability to execute.

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CASE STUDY – Virtual Sales Coaching at United Rentals

31 October 2019

Distributed sales teams make coaching and development efforts more difficult, but virtual coaching initiatives are helping teams overcome many of these obstacles. In this presentation United Rentals’ Jeff Cummings details an effort to integrate virtual coaching capabilities into the firms sales development efforts. The session covers program objectives, key challenges,...Read more

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CASE STUDY – Sales Performance Management Solutions – Technology Overview and Cox Automotive Case Study

31 October 2019

Sales Performance Management (SPM) describes a fast-growing technology solution category that addresses salesperson assignments, quota management, incentive compensation, and reporting. By integrating a continuum of performance management activities into a coherent whole, it clarifies expectations for salespeople, speeds administration of reporting and incentives, and offers all participants dramatically better insight...Read more